Objections Flashcards
Not Interested
Ah, my bad, (Name). Guessing my pitch was really crummy, or
you would have already reached out to us.
Just so no one calls you again,
could you be… brutally honest with me?
Is it that you already got a solution,
you’re not thinking about this at all, or
you just hate getting cold calls – and its OK if it is number 3.
(Prospect – we are already working with Action Plus)
That’s great – Honestly they are a great group.
I’m guessing you won’t switch, but could I give you a sense of how we help our clients, just in case if something happens and you know what’s out there
Send me some information
Oh for sure, I would want to digest it as well.
Just so I don’t clutter up your inbox, do you have specific items you would want information on or just a general overview. (They will answer)
(If they give you a specific items, help them – if general over view then go with whats below)
No problem, my concern is… There’s a around million products in the industry, and sending several PDF’s aren’t going to cover what’s really relevant to you.
If we had a chance talk further… you’ll know in 15 minutes if we can help. Are you against taking a look at what we can do.
(Prospect – no I really prefer the information)
Okay, waiving the white flag over here! Before I go, mind if I ask you a brutally honest question?
When folks tell me to send them some info, they are just too nice to tell me to go away. Is that’s what’s happening?
(Prospect – No I will look at it)
Okay, here’s our deal. I’ll send you the info, call out exactly what is think relevant to you and send a placeholder invite for next week around this time.
If you don’t like the info, you can just decline the invite. Fair?
We do it in house – “They Probably Use An Online Distributor”
Oh wow, you must have someone very experienced in researching products, getting samples and requesting mock ups. That’s really impressive.
I mean, also handling all the order confirmations, proof approvals and dealing with issues. My advice is never let that person go.
If that’s the case, sounds like this isn’t a pain for you.
Just so no else calls… Out of curiosity, is the team buying from 4imprint or epromo?
(they will answer)
Well the reason I ask is because we help with all I those tasks I mentioned.
You will probably keep managing this yourself, but if nothing else, could I give you a sense of how we might manage the process?
Competitor Known
(prospect – we are using Action Plus)
Oh Action Plus – They’re a great group. Honestly, it rarely makes sense to switch
- if you like them.
Mind if I ask you a question? (They say yes hopefully)
What would be a couple of things you really like about them? (They Tell you)
Well - it seems like you have it pretty good. Do you feel there is anything they could do better? (the may or may not tell you)
My guess is you are not going to switch, would you be against to talking more,
just so you know what else is out there?
Competitor Unknown (We are already working with another vendor)
Oh, I should have assumed you had something in place.
Just so I mark this one as dead, it must be 4imprint, action plus or Dunston group? (It may or may not be them – You are looking for them to tell you)
Yeah, honestly, it rarely makes sense to switch.
Hey, just so we don’t bug you again, That must mean you are not doing webstores, right?
(Prospect – well we are)
Oh… well, other marketing departments are running their stores several different ways.
Our platform helps with gift cards, PO’s and CC purchases.
My guess is you wont switch, but could I give you a sense of how you might manage those things together, just so you know what’s out there.
Stuck in a contract
Oh, I should have assumed you would have something in place.
Just so I mark this one as dead, it must be 4imprint, Action Plus or Dunston Group?(Prospect – They will probably tell you who it is)
Yeah, honestly, it rarely makes sense to switch.
Hey, just so we don’t bug you again, that must mean you delivery times are quick and product research request are coming back same day or within 24hrs. (prospect – well, we are)
(If they say they are)
That’s great! We have heard that contract are great for the budget but not always for efficiency.
(If they say no there not)
Oh…well, knowing most orders are needed quickly. Helping clients check item off of their to do list is a priority and we can help with that.
My guess is you wont switch until the contract is up, but I could give you a sense of what we can do, just so you know what’s out there.
Not my responsibility
Ah, my bad, It’s funny, this kind of thing either lives with you are the Head of Marketing or handed off to a marketing assistant.
Guess I was wrong here.
Just so I don’t bug the wrong person, should I reach out to HR?
(hopefully they will tell you)
Could I ask you for an unreasonable favor from a complete stranger?
When I reach out to HR, would it be too much to ask if I can let them know we spoke?
I’m in a meeting
Oh shoot – Well, if you want, you can put me on speaker to publicly apologize to the group and I can really bomb this one.
(Prospect – No – what’s this about?)
But actually, I’d hate to interrupt you again.
Would you rather have me send you a hold to call you back at the top of the hour or briefly tell you why I called now so I don’t bug you again?
If they say what’s this about - do the problem proposition
Is this a cold call
Yes, and I sorry because its going so, so poorly…
Look, I know you probably hate getting cold called. I honestly don’t like making them either.
Just so no one from my team ruins your day again, could I tell you why I called and if nothing else, you can hang up on me then if it’s really not a fit.
(if they say go on) do the problem proposition
How did you get my number
It’s a data base called zoom info…
Sounds like I really ruined your day here…
I am happy to send you a screen shot of what they have on file so you know what’s out there.
(if they say go on) do the problem proposition
If someone hangs up on you
(Prospect – Getting ready for a meeting – Click) or what ever reason they give
One week Later Call at the same time
Jack, you and I spoke on (Date and Time)
At that time, you couldn’t talk because you were getting ready for a meeting and you admittedly hung up on me.
I know I was an interruption and I guess I’m interrupting you now…
Could I at least tell you why I called you back, and then you can totally hang up on me from there?
(if they say go on) do the problem proposition
No budget
I hear ya!. Nowadays, its hard enough to keep your budget, let alone add something new.
Just so no one calls you again, is it that there’s no budget for this cycle or tany spend requires you to do a backflip?
(They will respond)
I get it. Hey, you are probably not looking to buy anything now, But if budget frees up…
The people who get it at least will have a directional sense of what’s on their wish list.
Open to taking a look, so you at least know what’s out there?
